Talking about how much your competitors might charge can help your prospect to make a more informed vendor selection.
June 22nd, 2009 by Vladimir
It is worth to talk to a prospect about what other companies can charge for the same job. Especially if you know the market, and can predict those figures pretty accurately – this adds you credibility, and gives you a chance to justify your cost. So I would go: A freelancer or mirco-company (2-3 people) might quote you less because… We cost more because you pay for.. and you really want to have this. A bigger company will charge more because… it is a better choice for you if.
When going through this exercise I am not truing to sell myself, just helping a prospect to make a more informed decision. And if they go with us the relationship opens with more trust and prospects knowledge that they’ve made the right choice.
